The bestselling book about building and managing reseller channels in the IT-industry
I found this book helpful for restructuring our channel strategy in one business line and the creation of a new channel of indirect partners. I would highly recommend this to anyone looking to learn more about the indirect channel strategy.Amazon Customer Review
★★★★★ Great book!
It has very practical guidelines for industry executives looking at building strong and profitable indirect channel models as a means to achieving market leadership. The book really should be read by any business leader looking to build or even re-energize existing channel partnerships. As well, business leaders should get copies for their individual contributors in partner sales and partner marketing so they too work better towards the goal of market leadership through partner channels.Amazon Customer Review
I started building independent channel partner networks in 1986. Coming from a small domestic market we were forced to build international channel partner networks very early in the lifecycle of the startup where he was responsible for revenue generation. We also had to do it with very little resources. I learned that you do not have to be big to be smart. Even small software companies can build powerful independent channel partner networks over time – if they understand the fundamentals. The crucial difference between doing business direct and indirect is hidden in the business model of the resellers. Software companies and their resellers have completely different value propositions and business models. The channel approach is all about understanding and supporting the resellers’ business model.